You Can't Teach a D?? thing!

You Can't Teach a D?? thing!
| Fall scene | classroom | teaching | sell | post holes | fence |  strong fence | big announcement | 

She said "Harley, you can't teach a (?am) thing. WHAT? Did I hear her correctly?    I was shocked and bewildered did not want to believe  what I heard.   Well, let's go back to that fall day of 1955 and I will have to explain a little background to you.                  It was in the fall of 1955 and I was just starting out as a Freshman in this Christian Bible College.  I was 17 years old and 1,600 miles from home. I was in the class of (Class Room Teaching). of about 75 students    Miss Mac was probably in her late 50's or early 60's. She was all of maybe 4foot 10 inches tall. (Maybe).    The classroom was on the 3rd floor and I had a seat in the back of the room. They were Chairs with a writing pad on the right arm rest for writing notes. Right behind me was a east facing window. The sun was shining on my back and I think I was mostly asleep with my chin in my hand at 8am.    Miss Mac had walked down through the students in their chairs and was standing a few steps in front of me and I heard her say, "Harley, you can not teach a D?? thing.             I looked up at her (only slightly up as she was not over 4ft.10in.) I was thinking, "Did I hear her right. Did she really say that here in a bible college."       She was silent for a moment and then said, "Well, are you just going to sit there, or say something or get up and leave or what?"    I said, " I imagine  that you will be telling me what."    She laughed and said to the class, "if you learn one thing in this class and in the whole education from this college it is this. You cannot teach a thing until you have created a desire in the students to want to learn."    Ladies and Gentlemen, I present the same to you. You cannot teach (sell) anything to someone until you develop in them a  desire to learn what it is that you are selling.                                                                  Or                                                                           An example might be like a farmer came in to buy a post hole digger. Now, think  about this. It is not the post hole digger he wants, that is hard work. His desire is the good looking, strong fence to hold his cattle in the pen (etc).              If you have helped him visualize the good looking strong fence that he will have, then and only then will he want to know the details.    Finally, if you have satisfied his desire, how, what, why will he want to know the price.    If you throw all  the details, commissions, methods, unbelievable expected income, it ends up in their minds (your prospects)  as "SPAMMING" me. YES IT IS COMING SOON You need it. You want it.                   We have it.                                                          It is coming very soon because:                 we care for you at Petersen Enterprise                                                                        Sincerely,                                  Harley Petersen